To develop a winning qualifications-based proposal and competitive technical proposal, you need a clear proposal strategy. A leading proposal strategy is developed well before the RFP comes out, during the capture activities, and continues to guide the proposal process until delivery (sometimes even how you deliver the proposal can be strategic!).
A well-crafted proposal strategy brings the team together and informs content creation, solution development, and overall proposal themes. The strategy involves understanding the client, the end-users, the competition, the strengths of your team, and the value your team is bringing. Your projects, products, and services aren’t one-size-fits-all, and neither are leading proposals.
You need to go deep into the audience’s needs for your proposals and show them how you — and only you — have the one-of-a-kind combination of experience and expertise. Each proposal is a slightly different response than the last and should focus on the details highlighted by the solicitation. Starting the proposal strategy during capture planning and refining it throughout proposal development will help keep the team focused on creating a compliant, creative, and compelling response.
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